Archive for Lead Generation

When it comes to lead generation, do you know how many leads you must generate in order to meet your goals? Last time, we talked about how to use the Rule of 45 to determine the value of your portfolio of inquiries. You can also use the Rule of 45 to determine how many inquiries […]

When it comes to leads, you’ve probably heard the expression “the money is in the follow up”. But have you ever wondered how much money? Today I want to show you how to calculate the value of your lead portfolio. Why “portfolio”? While we may not know which leads will turn into customers, we can […]

You may have heard the news that Google is killing off side ads – the ads you are used to seeing in the right hand sidebar of a search results. While this may not be as big as when video killed the radio star, it’s still getting a lot of attention. This change is still […]

LinkedIn recently announced they will be retiring the Lead Collection bar from their ads. The Lead Collection bar was a free feature that allowed you to collect leads directly from your ad by allowing people to click on a “Request Contact” button. Here’s a screenshot of what it looked like: The LinkedIn Collection bar is […]

What’s the difference between drip [marketing] emails and triggered emails? That’s a question I’ve been hearing more often as business owners and sales pros begin exploring marketing automation software for their business. These tools bring the promise of automatically following up with leads until they are ready to buy and then turning them over to […]

As marketing and sales folks, we are always on the look out for the latest and greatest ways to attract more leads. Lead generation is important, but the money to be made from generating leads is in the follow up. Most small business owners and sales people would be better off fixing their follow up […]

In the last post I mentioned that capturing leads and following up is the blocking and tackling of marketing. The last post covered capturing leads, so lets talk about following up. We tend to focus on ways to generate new leads (networking, advertising, etc.), but without proper follow up, those activities are a waste of time […]

In the last post I shared some ideas for creating a compelling lead magnet and the role the lead magnet plays in your overall marketing system. One of the main roles the lead magnet plays is to attract people looking for a specific type of solution and to get them into your marketing hourglass. Doing […]

In the last post I shared some general ideas for scoring quick marketing wins in 2014. In the next series of posts I’d like to offer some specific things you can do to your marketing more effective so you can win more customers and increase your sales in the coming year. Create a Compelling Lead […]

It’s the start of a new year – how big is your checklist of marketing tasks to accomplish this year? It’s easy to create a long list of things you would like to do. The problem is, once we create our list we often become overwhelmed and paralyzed. Or we get so wrapped up in […]